Charisma Tip: The Secret Behind Engaging Conversations When the person does most of the talking, he will feel that it is the best conversation he has ever had! Unlock Your Personal Charisma, pp.51 Why is it important to get the other person to keep talking? Firstly you are helping the person get over their initial hesitancy and second, get used to opening up to you. This is much appreciated by any salesperson because it means two things. One, the person trusts you. Two, you get valuable information about your client that you can use later to close the sale. So, how do we do this? Start by paying physical attention to the other person. People Skills author Robert Bolton calls it, “listening with the whole body.” One, adopt a posture that shows you are listening intently. Two, make eye contact with whom you’re speaking to. Doing so will show that you are interested in what he’s saying which will encourage the person to keep talking. What you want to avoid at all cost is eye darting, eye staring or the blank eye syndrome as it shows—though you may not intend it—that you are uninterested and unimpressed. Three, deliver encouraging body gestures to show that you are listening. For example, you can nod your head in agreement or shake it in disagreement. The key here is to respond physically (through your body gestures) and emotionally (through your expressions) to what they say. To a more Charismatic you,
Posted on: Thu, 24 Oct 2013 02:18:13 +0000
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